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Negotiation Skills

What are negotiation skills?
Negotiation skills are qualities or competencies that allow two or more people to reach a compromise. These skills often include soft skills, such as communication, planning, persuasion, strategy and collaboration skills.

What are negotiation skills?
Negotiation skills are qualities or competencies that allow two or more people to reach a compromise. These skills often include soft skills, such as communication, planning, persuasion, strategy and collaboration skills.

Having a broad understanding of these skills is the first step to becoming a strong negotiator.

Articles linked to the negotiation skills tag include methods, theories, and tips that can help you do this.

What is a negotiation?

A negotiation is a formal dialogue involving two or more people and working together to reach a solution that is acceptable to all parties. It is a process of give and take, usually resulting in a compromise where each side makes concessions to a greater or lesser extent.

This form of negotiation is also known as win-win negotiation. Win-lose negotiations take place when one of the parties involved has to surrender, rather than all parties.

Negotiation skills in business are an important competency. An effective negotiator is said to compete as well as cooperate. Value must be created for someone else, while the value is also attractive to yourself.

Distributive negotiations

Distributive negotiation is the process of distributing value during a negotiation.

This is also seen as haggling: the back and forth exchange of proposals and offers. Howard Raiffa aptly called this the negotiation dance.

Good preparation is important for conducting an effective negotiation. The most successful negotiators spend a lot of time doing this. Determining the best alternative to a negotiated agreement (BATNA) is the most important here.

Integrative negotiations

Integrative negotiations are also referred to as the previously mentioned win-win negotiations. This negotiation strategy aims to conclude mutually beneficial agreements based on the interests of those involved.

5 important negotiation skills

The skills a negotiator needs depends on his or her environment, the desired outcome and the parties involved.

Below are some core competencies or core qualities when it comes to negotiation that are important.

Communication skills

The most important communication skill when it comes to negotiating is identifying and using verbal and non-verbal cues. This is important in order to express yourself in the most complete way possible.

Effective negotiators can adapt their communication style based on the needs of the conversational partner.

Clear and complete communication prevents abuses that can prevent you from reaching a good compromise.

Active listening

Active listening is the second skill essential for becoming effective in negotiation. Passive listening means that a speaker is heard, but the message is not held and actively processed.

Active listening ensures that the listener remembers details from the conversation and that specific details are remembered for later response without having to repeat the information.

Emotional intelligence

Emotional intelligence is the human ability to manage emotions and recognize the emotions of others. Negotiators should be aware of the emotional dynamics between conversational partners during the negotiation. Only then can they focus on the core issues.


The adaptability of negotiators must be well developed because every situation and every negotiation is unique. Also, the characteristics of a negotiation can change from one day to the next, such as the requirements and conditions that are set.

Persuasion skills

The ability to influence and persuade others is one of the most important negotiation skills. This skill requires you to feel exactly which solution is beneficial for all parties.

Negotiators must not only be persuasive, but also assertive. Assertiveness allows the negotiator to express an opinion or proposal while respecting the perspectives of all involved.

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Win Lose Negotiation: definition, advantages and an example

December 7th, 2022

Win-lose Negotiation: this article provides a practical explanation of the Win-lose Negotiation. Next to the explanation of the definition, also distributive negotiations are being highlighted. This article also contains a step-by-step plan including an easy example and tips. Enjoy…

BATNA Negotiation: Definition, Process and Example

November 10th, 2022

BATNA Negotiation: this article explains the BATNA Negotiation in a practical way. After reading it, you will understand the basics of this powerful decision making and negotiation method. This article contains the defintion of BATNA in negotiation, the process and…


March 25th, 2022

RADPAC model: this article provides a practical explanation of the RADPAC model. After reading, you’ll have a basic understanding of this powerful management tool. What is the RADPAC model of negotiation? The RADPAC model is a negotiation model for…

Lewicki and Hiam’s Negotiation Matrix

February 18th, 2022

Lewicki and Hiam’s Negotiation Matrix: this article provides a practical explanation of Lewicki and Hiam’s Negotiation Matrix. After reading, you will have a basic understanding of this powerful communication skill. What is Lewicki and Hiam’s Negotiation Matrix? Lewicki and Hiam’s…
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